Negative Selling has been a key tactic in REMAINS Strategy of Project FEAR during the EU Referendum campaign this year. Look where it has got them – nowhere! Fear is a very powerful emotion and can can be used as a powerful tactical tool in your sales arsenal however, it should only be used, if at all, to put emphasis on a point when closing your...

Salespeople are rightly judged by the number and value of sales that they gain; to achieve this they must have a continuous supply of leads to feed into the sales pipeline for these leads to become prospects and then customers. One of the challenges in this process is to to actually talk with the buyer, and usually the first verbal contact is by phone and...